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Tag: Management


The Average Ticket Culture

When someone truly believes in the products and services they provide to their clients, and they know how to effectively communicate what they believe with passion and enthusiasm to another, this becomes the positive cause and effect of the sales process. My team and I have a saying that illustrates this communication process in sales, which leads to my average ticket discussion:  “Sales is the transfer of your belief to someone else, and the reward is money.” So if you and your team believe in the products and services that you......

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The trend toward virtual conferences was already growing, but circumstances in 2020 have pushed the transition to a necessity. While in-person conferences are valuable, companies are seeing the benefits of going virtual; ease of accessibility, eco-friendly, and the minimal costs associated with attending.    Attending a virtual conference does have its challenges.  With a little insight and preparation, you can still get all the amazing information from the comfort of your office or living room, at a fraction of the cost. Follow these tips to make the most of your time.
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I Need You, You Need Me

Jeffrey J. Fox, the author of How to Become CEO, says, “Always be on the lookout for ideas. Be completely indiscriminate as to the source. Get ideas from customers, children, competitors, other industries, or cab drivers. It doesn’t matter who thought of an idea.” What matters is that you are looking for and finding ideas. We find ideas from books, social media, television, movies – the list goes on, but of course, it includes people. Lately, I have been considering my circle of friends, which surprisingly is very small. As an......

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Focus on Your Future Success

Sometimes when things aren’t going according to plan or the way that you would like them to be, it’s often because you have lost focus on what matters. Our busy, hectic lives combined with what is going on in the world around us, sometimes get in the way of what is truly important, and it may be difficult to stay focused. Daily routines, business, and family schedules tend to put us on cruise control while losing focus on what we should or shouldn’t be doing to keep us heading in the......

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Am I Priced Right for COVID-19?

Ever find yourself wondering, “Am I priced right?” As my attorneys like to say about everything that I ask them, “Well, that depends,” as I roll my eyes and say, “Will somebody give me a straight answer please?” The CEO of Ferrari was once asked how many of a certain type of model he was going to produce. His response? “Exactly one less than the market will want.” Now, isn’t that interesting? We all know Ferrari is a high-end luxury racing beauty, and yet they price based on what their market will bear. And......

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Leadership Sustainability

Is leadership success sustainable? Riffing on my Comanche Marketing article titled “Authentic and Caring Leadership”, Steve Mores penned an insightful Comanche Marketing article himself titled “Leadership and Sustainability”. Steve mentions that my article reminded him of authentic and caring leaders who he both worked and works with. So I am going to return the volley and continue the conversation on leadership sustainability.  Steve introduces Currie Gauvreau’s expertise. Instead of motivating coworkers, Currie believes in inspiring them.  I think we should be focused on INSPIRING......

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Back to the Basics

Recently on LinkedIn, a political post and the 13,000+ comments that responded to it showed up on my home page. As I started scrolling through them because as much as I know I shouldn’t go down this rabbit hole, I really couldn’t resist. The reality of how we talk to each other was mind-boggling. I started getting angry at people I didn’t even know because of their rude comments.  I realized we need to go back to the basics. What we were taught when we were younger is (still) important. We......

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Who's In Charge? - Passing the Money Passes the Responsibility

Years ago, when my sweet husband and I were first married, our first home was a charming little bungalow tucked into the foothills of the Appalachian Mountains on the north side of Chattanooga, Tennessee. Over time, my commute to The New Flat Rate down in Dalton, Georgia became too strenuous, and we uprooted to move.  We kept the bungalow and turned it into a southern charm, luxury Airbnb vacation rental.  Fast forward a few years to last month. Our renters began complaining about the broken fireplace.  My husband started calling contractors......

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The Transformational Leader

Transformational leadership has the potential to vaporize our industry’s labor shortage. John C. Maxwell is the quintessential leader. Whether through experience, teaching, and or coaching, Maxwell has over 50 years of quality time invested in leadership. In 2003, Maxwell, along with his brother Larry and their nonprofit organization EQUIP, came up with the idea to train one million leaders in countries around the world.  EQUIP hit that goal in 2008 and kept steaming along. Although the number of trained leaders climbed to five million in 2013, there was a problem. Educated......

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How to Use Mirrors to Decrease Objections and Boost Results

One of my favorite communication tools is the mirror. The power of a mirror is that it reflects the truth! A mirror gives back what it receives. And, if you don’t like what you see, then you will make adjustments to improve the reflection.

A CSR and Their Mirror
Even though a client cannot see the face of a CSR, the client can hear the tone of their voice. From the tone of voice, the client imagines what kind of expression the CSR is making with their face. If the CSR......

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